• Ten things VARs must do to prepare for SaaS

    Posted October 8, 2008 - 9:59 pm

    You know you have to make the switch to SaaS, but where to begin. These 10 tips will get you off on the right foot.
  • The VAR Perspective: SaaS Success

    Posted October 8, 2008 - 9:58 pm

    Todd Fitzwater, Principal of Demand Solutions Group, saw the handwriting on the wall when he started the company in 2005. Although Demand Solutions describes itself as an "on-demand" business solutions provider, Todd wasn't always a SaaS evangelist, and spent years prior running a successful, but traditional, CRM consultancy. His strategy is now being emulated by VARs wanting to achieve the same level of success.
  • Why VARs don't want to accept SaaS

    Posted October 8, 2008 - 9:56 pm

    From a buyer's perspective, there is a good case to be made for SaaS. Up-front costs, as well as total cost of ownership, are lower, and there is less spending required for integration, deployment and ongoing maintenance. These however, are precisely the things from which the VAR derives profit. It would seem on the surface that the SaaS model is taking the "value-add" out of "value-added reseller".
  • Why VARs must add SaaS options

    Posted October 8, 2008 - 9:55 pm

    We won't be re-playing "Death of a Salesman" to the tune of SaaS any time soon, but traditional VARs that refuse to accept the SaaS model are in for a hard time. This is a game-changer, and will alter the very nature of what it means to be a reseller. The "sweet spot" for VARs will be the small and midsize business market, although if it is marketed right, there could even be growth potential in the Small Office/Home Office market—especially with standard productivity applications from Google and Microsoft hitting the SaaS world.

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